Today's guest is Tony Capucille, the youngest CSO in the Fortune 1000, and we're discussing organizational structure. Go to http://bit.ly/hityournumber to follow along with our workbook.
00:45 Introducing Tony Capucille, CSO at Heartland Payment Systems
01:35 The seven dominate sales organizational development models
02:52 The stratification model
06:04 The hunter/farmer model
11:02 The geographic model
13:24 The vertical industry model
19:12 The product overlay model
22:21 The buyer role model
24:55 The organizational model
SBI Sales and Marketing Video Podcast Episode Summary:
Ready to get organized? It’s spring cleaning here at the SBI Sales and Marketing Podcast, so today we’re joined by B2B sales wizard Tony Capucille, of Heartland Payment Systems, to discuss the pros and cons of the seven dominant sales organization models so you can get started planning your organizational structure and get on the path to hitting your numbers.
There’s no one-size-fits-all model when it comes to organizational structure, so in addition to evaluating the pros & cons of each organizational development model, we’re also going to look at what types of organizations they’re best tailored to. For example, maybe you have some clear high priority accounts. If so, perhaps the stratification model, where you segment your accounts by earning and assign talent and resources accordingly, would fit you best. Perhaps you’d be better served by the hunter/farmer organizational structure, where you have a team dedicated to new business and one dedicated to growing your current accounts. Are you a company that focuses in B2B sales in a specific geographic area? The geographic model might be your ticket to success. Then there’s always the benefits of adopting a hybrid approach, like the organizational model, which offsets the strengths of one organizational structure with the strengths of another. Chances are, you’ll likely experiment with a few of these organizational development models before you find the one that best suits you, so what better place to start than here? Learn from the experience of one of the top B2B sales leaders out there to get started on finding the organizational structure that’ll get you to the numbers you need to hit.
Ready to Make Your Number?
If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.